CommunicationMastery

1. CommunicationMastery

2. 78% of our day is spent? We communicate at 30% efficiency 7 out of 10 messages are: Misunderstood Mistaken Missed Messed CommunicationMastery

3. 3 Communication Questions: CommunicationMastery • Why should I do business with you? • What are your professional distinctions? • If I am in the market today, do I think of you?

4. 3 Reason Why You’ll Get A “NO” CommunicationMastery • Your client does not like you. • You didn’t explain it correctly. • Your delivery triggered a negative past response.

5. 50% messages impact comes from three sources The total impact breaks down like this: 7%: Verbal - words 38%: Vocal - volume, pitch, rhythm, etc. 55%: Body language, mostly facial expressions Understanding Message Impact

6. Create Identification Command Attention Be Interesting Organize Yourself Translate Into Benefits 10 Key Tip To Communicate & Get Results • Ask Questions • Get to the Point • Engage The Listener • Be Real • Show enthusiasm

7. Eye Contact Speech Connectors Listen for Meaning Adapt to Brain Speed Congruent Gestures 10 Key Communication Tactics • Under Respond • Focus on Differences • Learn 1st Name • Take Notes • Be Visible

8. #1 need of a human being Divorce Rate? Dysfunctional Children? Set a higher standard Easy distinction Attractive Listening

9. CommunicationMastery • Master Intimacy – Master The Connection Sales Person Client 100 Words When the “need” to be _______ is fulfilled, ______ is gained and we move closer to ______.

10. We Communicate 4 Ways • Novels ........................................... • Short Stories ............................. • Lazer Phrases ......... • Bullet Points. One Concept - Different Time Frame - Same Result

11. 2 Vs. 1 Bauers' Rule Hear behind Tell me a little One word answers Concentrate Don't interrupt Squelch advice Keep filters in check Have patience Are You Listening

12. Excellent eye contact Asks questions Entertain discussion Repeat what was said Stays focused Acknowledges Poised Emotionally controlled Doesn't interrupt Doesn't change subject Under reacts Says “okay” Characteristics of Great Listeners

13. Constantly interrupts Jumps to conclusions Finishes sentences Is distracted Changes subject Is impatient Loses temper Fidgets Speaks too fast Characteristics of Poor Listeners

14. Positive Get to the point Give clear feedback Concentrate on task Help others focus Encourage organization Identify inconsistencies Negative Impatient w/ ramblers Jump ahead Reach conclusions Get distracted Critical Minimize feelings Directors Listening Characteristics

15. Positive Manage & save time Set time requirements Set guidelines for meetings Discourage wordy speakers Clues when time is wasted Negative Impatient w/ time wasters Interrupt Time affect concentration Look at watch or clock Limits creativity w/ time pressures Socializer Listening Characteristics

16. Positive Care & concerned Non-judgmental Identify emotional state Want relationship Notice moods of other’s Negative Over involved w/ feelings Avoid seeing faults Internalize Overly expressive Non-discriminating Relater Listening Characteristics

17. Positive Value data Test everything Encourage others support Welcome complex info Look at all sides Negative Detail orientated Intimidate others Minimize non-data info Discredit non-experts Long decision making Thinker Listening Characteristics

18. Circle Of Communication • Turn complaints into requests Negativity Request

19. Preferred speed Best connectability Hear, comprehend, understand 140-160 words per minute L.R.S. activity Listenable Rate Of Speech

20. Listenable Rate Of Speech Activity • As a representative of Thomson, it is important that you speak clearly. That means that you must articulate. It also means that you must speak so that you can be understood. Although there is no set rate of speech, most expert speakers talk at between one-hundred-forty and one-hundred-sixty words per minute. That is a good speed for verbal communication. It is not too fast to be understood. It does not give the listener the impression that you are under pressure nor is it too slow. The one-hundred-sixty word rate adds an element of dignity to your voice. The one-hundred-sixty word rate also gives a sound image to your audience that establishes both you and Thomson as efficient and well-organized. To give the audience the kind of impression of yourself and Thomson that you wish, speak correctly, speak at one-hundred-sixty -- that's one-hundred sixty words per minute.

21. Communicating / Presenting Tips • Seussem' • Database management • Turn complaints into ________ • Who cares? So what? What does it buy me? • Vocabulary . . .

22. Words/Statements To Use Appreciate Respect Agree Okay May I comment? Recommend Because Yes And Honor Challenge I'm sorry My apologies Building Intimacy

23. Words Not To Use Can’t Possibly Try Maybe Yeah or yeah but But WHATEVER! Decreasing Intimacy • Problem • Um • I dunno • If • Hey or Hey you • I'm busy

24. Tell me about you? Tell me about your business? What do you think about? How do you feel about? What would you suggest? What will you accomplish by? What would happen if? What do you think is a better way? What's your biggest concern? How important is that to you? Why is it being done that way? Could you give me an example of? What do you like most about? What do you like least about? What do you find is effective? Intimacy Building Questions

25. Communicating & Presenting Mastery • Biggest Ah Ha . . . • Questions & Debrief

26. Sidebars • Chuck’s Purpose Statement:"My purpose is to contribute to God & Mankind by utilizing the utmost in values and integrity, while offering wisdom with everyone I come in contact with." • Chuck’s Action Statement:"Set the example by exceeding the standards!" • Chuck’s Most Favorite Quote:"You become the average sum of the five people with whom you associate with." -- Jim Rohn

27. Two MAJOR Items 4 All Grads Mastery Resource Area Grads Only:www.chuckbauer.com/mastery Monthly Mastery Conference Call:2nd Tue Month - 10 am CT 641.297.7200 Pin#:843741

28. Accountability Program • Pick a Partner • Facilitated by Management • 52 weeks / 13 2-week cycles • Electronic – Discussion Groups

29. CommunicationMastery • Fill out Evaluations • Class Photo • Presentation of Certificates

30. Contact Chuck • Web: www.chuckbauer.com • E: chuck@chuckbauer.com • Cell: 972.740.4559 • Services:Executive Sales Coaching Business Consulting Seminar & Keynotes Website Creations